Melissa Thompson
Friendswood,TX
Summary
Accomplished Regional Sales Manager versed in customer acquisitions, territory development and lead generation. Proficient at taking on tough territories in challenging markets and achieving dramatic results.
Overview
20
20
years of professional experience
Work History
Regional Sales Manager
Blackline Safety
01.2021 - Current
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Conducted product demonstrations and presentations to potential clients to capture more sales.
- Executed successful promotional events and trade shows.
- Executed successful marketing campaigns to generate new business and expand customer base.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Consistently growing undeveloped territory by 35% each quarter.
Senior Sales Executive
Nance International
11.2020 - 07.2021
- Employed effective problem-solving techniques, increasing client satisfaction.
- Demonstrated products and features to customers, answered questions and overcame objections.
- Created prospect rapport by approaching leads and cultivating strong business relationships through sales.
- Sold Service Contracts representing all OEM's to Chemical Plants and Refineries for their Air Conditioning and Refrigeration to new and established customers.
- Facilitated relationships with target accounts through implementation of proven networking methods.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Negotiated and closed profitable sales contracts with new and existing customers to increase loyalty and retention.
- Established and maintained positive relationships with vendors to determine product availability and quality.
- Contributed to team objectives in fast-paced environment.
- Received Sales recognition for achieving $1.8m in sales annually
Commercial Sales Representative
Daikin Applied
07.2018 - 02.2021
- Maintained relationships with existing customers to optimize service quality, business growth and customer satisfaction.
- Identified business prospects in target markets and developed defined marketing plans to attract new clients.
- Attended training sessions on sales skills, product knowledge, technical information, as well as company policies and procedures.
- Presented bids and contracts for potential clients to review during meetings.
- Worked with distribution centers to expedite orders
- Drafted, submitted and processed sales contracts for orders received.
- Aggressively generated new business by prospecting, making follow-up calls to customers and contacting referrals.
- Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
- Negotiated prices, terms of sales and service agreements.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Presented professional image consistent with company's brand values.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Achieved or exceeded company-defined sales quotas.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Attended monthly sales meetings and quarterly sales trainings.
- Sold Project installations ranging from $30,000 to $600,000 to hospitals and school districts throughout Houston.
Industrial Sales Representative
Hunton Trane
08.2016 - 07.2018
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Worked to develop network by identifying and pursuing new leads, attending industry events, and building rapport with clients.
- Serviced existing accounts on regular basis to maximize revenue.
- Used Salesforce to maintain company database with essential account and sales information.
- Contacted customers and prospects to generate new business to achieve company growth goals.
- Proactively managed client correspondence and recorded tracking and communications.
- Researched potential clients and markets to prepare for appointments.
- Leveraged proven sales methods to increase revenue and surpass sales objectives.
- Used consultative sales approach to understand and meet customer needs.
- Sold service contracts, rental equipment and new project installations as well as equipment averaging $2.0m in sales during employment.
Technical Sales
Carrier Rental Systems
06.2014 - 08.2016
- Collaborated with customers and asked questions to assess needs and budgets.
- Recommended Chiller Rental solutions, cooling towers, heat exchangers and explained features and costs to help customers make educated buying decisions.
- Drove team revenue totals by bringing in top sales numbers.
- Generated and executed sales plans in existing customer base to meet profit increase goals.
- Furnished customers with exemplary service, helping build lasting, lucrative partnerships.
- Engaged large and medium end-users to deliver company's total value proposition to increase sales.
- Used consultative sales approach to understand and meet customer needs.
- Clarified customer requests, forwarded product information and answered questions to support sales operations.
- Used Salesforce to maintain company database with essential account and sales information.
- Demonstrated products and specific features at customer locations and special events.
- Interacted with problematic accounts, helping to build lasting rapport and boosting revenue opportunities.
- Proactively managed client correspondence and recorded tracking and communications.
- Researched potential clients and markets to prepare for appointments.
- Conferred with existing and potential customers to assess requirements and propose optimal solutions.
- Tracked customer and supply chain details for precise and timely fulfillment.
- Reconciled billing discrepancies with regulatory agencies and finance department.
- Attended product-related technical shows and other activities to represent company products and services.
- Developed robust pipeline of sales opportunities by maintaining accurate information in CRM.
- Exceeded plan by 150% in undeveloped territory first year.
Industrial and Commercial Sales Representative
Way Service
08.2011 - 11.2013
- Maintained routine communication with clients to assess overall satisfaction, resolve complaints, and promote new offerings.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Contacted customers and prospects to generate new business to achieve company growth goals.
- Used consultative sales approach to understand and meet customer needs.
- Worked to develop network by identifying and pursuing new leads, attending industry events, and building rapport with clients.
- Serviced existing accounts on regular basis to maximize revenue.
- Scheduled, updated and maintained project delivery preparations.
- Sold $1.2k-Diamond Award Winner
Senior Executive Sales Representative
Star Service, Inc
05.2003 - 08.2011
- Crafted overall account sales strategies and coordinated activities of sales executives to achieve revenue goals.
- Performed monthly sales forecasting
- Overcame various obstacles and closed sales on tough deals using strong negotiation and persuasion skills.
- Maintained routine communication with clients to assess overall satisfaction, resolve complaints, and promote new offerings.
- Developed exceptional interpersonal, speaking and listening skills from talking with both customers and upper management.
- Identified customer needs by asking appropriate, open-ended questions.
- Reached out to prospective leads through cold calling, applying variety of established selling methods.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Became overall sales leader by surpassing sales goals by 110%
- Acknowledged for achieving Diamond Award Status 5 times during employment
- Strategically managed high end accounts from Texas to Florida
- Provided timely project management while adhering to budget constraints.
Education
High School Diploma -
Clear Lake High School
Webster, TX05.1990
Skills
- Account Management
- Revenue Generation
- Product and Service Sales
- Contract Negotiations
- New Business Development
- Account Expansion
- Team Oriented
- Excellent Customer Service
- Target Marketing
- Sales Forecasting
- Repeat Business
- Effective Communication
Timeline
Regional Sales Manager
Blackline Safety
01.2021 - Current
Senior Sales Executive
Nance International
11.2020 - 07.2021
Commercial Sales Representative
Daikin Applied
07.2018 - 02.2021
Industrial Sales Representative
Hunton Trane
08.2016 - 07.2018
Technical Sales
Carrier Rental Systems
06.2014 - 08.2016
Industrial and Commercial Sales Representative
Way Service
08.2011 - 11.2013
Senior Executive Sales Representative
Star Service, Inc
05.2003 - 08.2011
High School Diploma -
Clear Lake High School
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